Dollar amount of accounts receivable collections made

Dollar amount of accounts receivable
 Collections made of accounts receivable
 Sales Calls
 Number made on current customers
 Number made on potential new accounts
 Average time spent per call
 Number of sales presentations
 Selling time versus nonselling time
 Call frequency ratio per customer type
 Selling Expenses
 Average per sales call
 As percentage of sales volume
 As percentage of sales quota
 By customer type
 By product category
 Direct-selling expense ratios
 Indirect-selling expense ratios
 Customer Service
 Number of service calls

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 Displays set up
 Delivery cost per unit sold
 Months of inventory held, by customer type
 Number of customer complaints
 Percentage of goods returned
 Qualitative Criteria
 Selling Skills
 Knowing the company and its policies
 Knowing competitors’ products and sales strategies
 Use of marketing and technical backup teams
 Understanding of selling techniques
 Customer feedback (positive and negative)
 Product knowledge
 Customer knowledge
 Execution of selling techniques
 Quality of sales presentations
 Communication skills
 Sales-Related Activities
 Territory management: sales call preparation, scheduling, routing, and time
utilization
 Marketing intelligence: new product ideas, competitive activities, new customer
preferences
 Follow-ups: use of promotional brochures and correspondence with current and
potential accounts
 Customer relations
 Report preparation and timely submission
 Personal Characteristics
 Cooperation

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 Human relations
 Enthusiasm motivation
 Judgment
 Care of company property
 Appearance
 Self-improvement efforts
 Patience
 Punctuality
 Initiative
 Resourcefulness
 Health
 Sales management potential
 Ethical and moral behavior
INDEX
1. Notes of Session 21 : 02 - 09
2. Notes of Sessions 22, 23 : 10 - 19
3. Notes of Sessions 24, 25 : 11 - 28
4. Notes of Sessions 26 to 28 : 29 - 32
5. Notes of Sessions 29, 30 : 33 – 48

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6. References : 49

Sessions 21
Public Relation, Publicity, Event management, Corporate Advertising
Public relations (PR), publicity Event Management and Corporate advertising are ways by which
information about the organization, its products and/or its services may be communicated. These
promotional mix elements are generally used in a different way in that they are not always designed
to promote a specific product or service. Rather, they may be used to promote the organization as a
whole, a cause or position advocated by the organization, or to create goodwill in the marketplace. In
addition, at least one of these elements—publicity—is not always in the control of the marketer.
Thus, while it may be possible to affect publicity in some situations, in many others the marketer may
have to assume a reactive posture.